International Negotiations

That we are living in a competitive world is nothing new. In an ever faster pacing business life, which becomes more and more globalized, we need to identify objectives, potentials and obstacles quickly and come up with strategies in a blink of an eye. This is key to successful negotiations and business relations. An even greater challenge is, that in today`s globalized business world we have to deal with partners from different countries and cultures, all with unique features that play an important role in the process and outcome of communication and negotiation. The course is designed to give insights which are practical and immediately applicable in business life. The course combines the essentials of negotiating theory with a very practical approach. Central to the course are simulated commercial negotiations and practices. The coursework will involve: defining the issues to be negotiated, preparing for negotiations, using different styles, methods and tactics of negotiations, increasing the awareness of psychological and ethical aspects in the negotiation process and paying attention to the importance of cross-cultural factors. Extensive analysis and coaching, both in negotiating groups and in the plenary sessions will follow each negotiation.

Course leader

Arturas Jonkus

Target group

Undergraduate, Graduate Students

Course aim

The objectives of this course are to provide the students with a profound knowledge of the theoretical framework of negotiations, to ensure that the students have a decent understanding of the roles, responsibilities, and skills required of modern international negotiators and especially to develop their skills of strategic communication in negotiations. The material covered will be relevant to the student regardless of his or her career objectives. The course raises the awareness of communicational patterns and their use, not only, but especially in the field of negotiation. It provides the students with individual feedback as well as theoretical and practical knowledge and thus enables them to apply the transmitted knowledge immediately and guides them on a sustainable development of their skills even after they completed the course.

Credits info

6 EC
6 ECTS equals 36 academic contact hours in class and precoursework assignment of 12 academic hours.

Fee info

EUR 1200: The fee consists of 920 EUR fee for administrative and hospitality services, including accommodation, lunch on weekdays as well as welcome and farewell receptions. 380 EUR fee is for tuition.
Registration Deadline: March 1, 2019
EUR 1550: Students may choose two courses within the program. Additional 6 ECTS course would cost 350 EUR on top of a 1200 EUR fee.